Andrea Carter

ROLE PURPOSE

The Business Development Manager works collaboratively with the Chief Executive Officer – Hospitals & Day

Surgeries, hospital general managers and hospital management teams to implement the growth plan for the

hospitals and their specialists.

The role works across multiple stakeholders to identify opportunities and generate leads for specialist

recruitment, establish strong relationships and grow the hospital services, and be the liaison between new and

existing specialists and referral sources.

The Business Development Manager predominantly works with specialists, contributing to the development of

engaging marketing initiatives and materials for distribution to referral sources including General Practitioners

(GPs), Optometrists, and other primary care and allied health practitioners. This is undertaken through

specialist and GP or primary care practitioner events including CPD meetings with support from the Group

Marketing and Communications Manager and wider marketing and communications team

KEY ACCOUNTABILITIES

Business

Development

• Actively market our Evolution Healthcare Group services to key specialists and

referrers

• Collaboratively support the development and implementation of business

development plans with key Evolution stakeholders

• Identify areas of need to develop services and products that will attract activity

within our hospitals

• Maintain the marketing/business development activity pipeline report to ensure

current and future KPIs and targets are met

• Provide opportunities for Evolution Healthcare teams to engage with specialists

• Introduce specialists to targeted GPs for building referral networks

• Use data and area knowledge to target GPs for referral generation to hospital

services and key specialists

• Contribute to marketing initiative development and implementation locally and

across key clinical streams in partnership with Group Marketing and

Communications Manager

• Provide an exceptional specialist experience across the specialist lifecycle

(attraction-retention) alongside the General Managers, COO, and Group

Marketing and Communications Manager

• Use provided data sources and key strategic plans to identify growth

opportunities

• Support the growth of CPD through all avenues available including but not

limited to CME meetings, peer reviews, conferences that grow specialist

referrals

• Represent Evolution Healthcare and its hospitals at key conferences identified

in hospital strategic growth opportunities

Other

Relationship

Management and

Development

• Develop relationships with corporate and government organisations

• Assist with engaging Evolution Healthcare and its offering of appropriate

surgical services to corporate and government organisations

• Develop business opportunities for Evolution Healthcare inside or outside of

these channels

Customer

Relationship

Management

• Responsible for maintaining the CRM from the business development and marketing

side from referrers and specialists

Executive &

Board Reporting

• In conjunction with the Commercial Business Partner & the Business Development

Advisor(s), Develop and deliver an agreed BD strategy that’s progress is displayed

Evolution Healthcare is the trading name of Evolution Healthcare NZ Limited

Position description

STRICTLY PRIVATE AND CONFIDENTIAL

PAGE 2 OF 4through monthly & quarterly reporting. The BD portfolio reporting suite will include:

Doctor Pipeline, BD activities, Doctor Performance, & Material Movements.

Other • Demonstrate a ‘can-do’ and solution-based approach

• Ensure the timely and responsible delivery of actions and outcomes

• Supports innovation and continuous improvement across relevant marketing and

business development work

• Demonstrate sound capability in cultural competency

Marketed Evolution Healthcare Group services to key specialists and referrers.

Collaborated with stakeholders to develop and execute business development plans.

Identified service gaps to attract activity within hospitals.

Maintained marketing pipeline reports to achieve KPIs and targets.

Facilitated engagement opportunities for healthcare teams with specialists.

Introduced specialists to targeted GPs, enhancing referral networks.

Leveraged data to target GPs for effective referral generation.

Supported growth of CPD initiatives through diverse channels.

Business Development

Other

• Self-motivated, with a strong sense of personal responsibility.
• Worked effectively in fast-paced environments.
• Skilled at working independently and collaboratively in a team environment.
• Proven ability to learn quickly and adapt to new situations.

• To achieve sales budgets nationally through effective Professional detailing to selected healthcare professionals (HCP’s) in accordance with the company’s marketing/sales plan. The main products I was responsible for were Elevit, Menevit, Novalac & Losec.
• Promoting designated products to Specialists & HCP’s (including Paediatricians, Fertility Specialists, Obstetricians/Gynaecologists, Gastroenterologists, GP’s & plunket nurses) throughout the main centres of New Zealand.
• Facilitate, co-ordinate and manage the Key Opinion Leaders (KOL’s) for company sponsored medical education seminars, in particular for the launch of Novalac and Losec (over the counter).
• Plan, target & co-ordinate the HCP conferences we attend to support the company’s marketing plan. It was also my duty to oversee representation of Bayer staff at these conferences.
• To train, mentor and educate our Pharmacy/GP territory managers on any new products or product developments. I also assisted them with understanding clinical papers.
• Maintain and record customer/account details on a regular basis using Perenso.
• One of my most notable achievements within this role was winning the High Achiever Award for the N.Z Consumer Care team. This was for my work with K.O.L’s and the successful launch of Losec over the counter. I was also asked by my manager to take on an assistant sales manager role to oversee the five pharmacy territory managers in our team.

• At the end of 2004, Bayer acquired Roche’s consumer portfolio. At the beginning of 2005 Bayer introduced a new team of territory managers to not only promote their products at Pharmacy level but to also gain medical specialist endorsement by promoting their products to Midwives and Medical Specialists.
• Maximising net sales in my territory through effective execution in pharmacy of sales plans and priorities.
• Develop effective relationships with key customers and provide a competitive advantage from a medical specialist’s level.
• Develop territory plan and implement regular call cycle.
• Sell in and placement of all POS and negotiate promotional space in pharmacy.
• Set and achieve individual specific objectives in each call.
• Maintain and record customer details on a regular basis.
• Report on field activity at both a pharmacy and health care professional level, including competitor activity and provide regular feedback for management.
• Identify key opportunities to achieve product growth outside of pharmacy.
• This role required me to be adaptable, creative and strategic in the way I not only promote my products but how I manage my key accounts. It has allowed me the autonomy to use my initiative to generate sales within my territory.

• As a Pharmaceutical Representative with AstraZeneca I was responsible for promoting three major leading brands to General Practitioners and Pharmacists within the Central/Lower North Island and top of the South Island.
• Developed and maintained successful business relationships with key General Practitioners within my territory, and provided medical detailing to these GP’s in order to gain product recommendation and endorsement.
• Identified opportunities for new business and made recommendations for gaining this new business.
• Outlined and implemented business plans that require territory team participation and contribution.
• Liaised with other team members to provide information regarding customer and competitor activity and consistently recorded this and other information in the ETMS computer system.
• Presented clinical papers to National team meetings to discuss the implications to company sales and business.
• Organised functions/meetings with key customers/doctors to sell the benefits of our products.
• I was promoted to the Disease Management role in July 2004. A move into this position required that I take on more responsibility in organising the territory on behalf of the territory team as well as organize and run clinics.

• My partner and I travelled through out Italy, Spain, France, U.K and Thailand for approximately three months. This was an experience that I will never forget, one where I learnt a lot about life and myself.

• Allied Liquor is a Liquor company that distributes Liquor to the on-premise trade (restaurants, cafes and bars) within the Wellington, Wairarapa, Hutt and Kapiti regions.
• Building strong working relationships with key decision makers in all targeted outlets.
• Ensuring that sales volume targets were met or exceeded within approved trading terms.
• Actively seeking opportunities for new business whilst maintaining the existing customer base, and making recommendations for gaining this new business.
• Liaising with other team members to provide information regarding customer and competitor activity, and reporting this as required.
• Contributing to effective credit control in liaison with the credit controller.
• This was a self managed position that required good time management, preparation and organizational skills as well as effective communication skills.

• Focus Trust provides supported employment opportunities for people with disabilities. My position purpose and duties were in accordance with the overall goal of the organisation:
• To work with clients and their referral agents to set independent employment goals, training, and to produce independent client plans.
• To place the client in an appropriate employment position in an open market placement.
• To support that client and employer so as to ensure the stability of the employment position and the continued growth of the client. (The ultimate goal being complete independent social and economic integration of the client).
• Develop and establish relationships with employers in the community (including the Porirua and Wellington region) and to ensure that their needs are being met.
• This was again a self-managed position that required flexibility, good organisational skills and professionalism.

• To communicate directly with clients to establish their needs and then set about fulfilling their requirements by finding the appropriate candidate. This required:
• Ensuring that both the client and candidate are kept informed at all stages of the recruitment process.
• Maintaining and updating client files.
• Invoicing clients each week, and ensuring invoice payment is up to date.
• Carrying out general office duties to ensure workflow, as well as maintaining data entry.

• Temporary Assignment